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5-10-2012
Sales have been flat in radio. There's no denying that. We hear about pockets of strength, mostly in small and medium markets, but we've also seen the big guns report weak revenue numbers. The cuts continue, as companies continue to reduce expenses until the economy rebounds and the sales improve. For sure some of it is the economy. Could another part of it be salespeople not making enough calls or calling on the wrong businesses or hitting the street with a pocket pen and a rate card?
How many times have you returned to the office and announced to the sales team..."that's it everyone, time to go
home, we've just been making too many sales calls today. In his earnings report to Wall Street the always colorful Ed Christian said he still believes there are businesses not being called on by radio salespeople and he's been around quite awhile. What we dicided to do in our latest podcast with Matt Sunshine from the Center for Sales Strategy is discuss lead generation.
There are a lot of things salespeople can do to market themselves as the best at what they do. It takes a lot of hard work, consistency and dedication to the job to be the person everyone in your market depends on when they are ready to advertise. That's the relationship salespeople should strive for and to do that, it takes a whole lot more than sitting at your desk dialing for apoointments. In our 30 minute interview Matt gives specific ideas that you can start implementing tomorrow to be a better salesperson. Some of them you may have heard of. The question is how many of them will you implement Monday morning.
LISTEN TO OUR PODCAST HERE
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After listening to the Podcast go to THIS PAGE for more materials to help you succeed.
Contact Matt directly mattsunshine@csscenter.com
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